J.M. Brennan doubles quote close rate to 65-70% with field-driven sales workflows | XOi Customer Stories

THE CHALLENGE

Valuable field opportunities were being found, but not turned into revenue fast enough

JM Brennan, based in Milwaukee and Madison, Wisconsin, provides HVAC, plumbing, controls, and fire protection services across commercial and industrial environments. With a large field team and established service operations, the company continues to expand how it connects field activity to sales outcomes. As opportunities identified in the field increased, the team needed a faster and more consistent way to move from equipment insight to quote and follow-up. Aligning service and sales workflows became a priority to ensure opportunities were acted on quickly and consistently.

APPROACH

Connected field insights directly to sales workflows

JM Brennan extended existing workflows to provide sales teams with real-time visibility into asset condition and identified opportunities. With access to structured equipment data—such as age, condition, and refrigerant type—sales teams can prioritize outreach and build proposals based on verified field information. “We’ve built workflows that surface equipment condition assessments and replacement opportunities, and when you combine that with enriched data… you start to tell a compelling story.” – Scott Adams, Director of Service Operations, JM Brennan

IMPLEMENTATION

Accelerated quoting and follow-up using structured field data

As technicians capture job site information, asset data is structured and made immediately available to sales and project teams. Quotes that previously required manual coordination are now built and delivered quickly, with most turned around within hours. This allows teams to respond while opportunities are still active and maintain consistent follow-up across accounts.

Faster quoting

Quotes are generated and delivered within hours using structured field data, reducing delays between opportunity identification and customer follow-up.

Stronger alignment

Service and sales teams operate from the same asset data, improving visibility into opportunities and ensuring consistent follow-up across accounts.

THE IMPACT

What changed when field data was connected to sales workflows

JM Brennan aligned service and sales around shared asset data, improving speed to quote, increasing close rates, and creating a more consistent approach to capturing and converting field-identified opportunities.

"We’ve built workflows that surface equipment condition assessments and replacement opportunities, and when you combine that with enriched data… you start to tell a compelling story." — Scott Adams
Director of Service Operations

Time to live your own success story

We’ve transformed asset data into actionable intelligence for stakeholders across the ecosystem.

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